Job Description

At Bayobab, we are Lead with Care, Can-do with Integrity, Collaborate with Agility, Serve with Respect and Act with Inclusion. Bayobab formerly MTN GlobalConnect is a Pan-African digital wholesale and infrastructure services company founded in 2017, and an operating company in the MTN Group. Bayobab formerly MTN GlobalConnect manages MTN's international and national major wholesale activities, in addition to offering reliable wholesale and infrastructure solutions for fixed connectivity and wholesale mobility solutions that include international mobile services, Voice, SMS, signaling, roaming and interconnect.

Mission/ Core purpose of the Job:

The Manager - Fixed Wholesale Commercial will form a part of a highly skilled group of commercial, technical and management experts who are responsible for the development of the commercial centre of excellence which will cover various aspects including costing, pricing and commercial operating models for the Bayobab capacity and services portfolio. He or She will also be responsible for contributing towards the establishment and implementation of the principles and methodologies associated with costing and pricing across the group including adoption and alignment of these methodologies across the different business units. The role will ensure that Bayobab improves on revenues streams by enhancing its competitive position in the wholesale business and international carrier relations business (for wholesale customers, Fibrecos, OpCos and GEBU demand requirements) while improving its overall margins on new and existing business.

Key Performance Areas:

The Manager - Fixed Wholesale Commercial role will be accountable to achieve the following objectives:

• Assist the Sales Teams to drive the global wholesale business to capture incremental revenue both internally (from OpCos and Fibrecos) and externally (from 3rd party customers)
• Ensure the fulfilment of orders by bridging the gap between the pre-sales and post-sales teams
• Manage the customer relationship throughout the sales lifecycle while adhering to the wholesale strategic guidelines to sell fixed infrastructure for global 3rd party customers, such as digital players and global carriers
• Develop the strategy for optimizing and managing costing framework for Bayobab capacity across Fibreco’s.
• Develop and implement costing principles that will be applied to set the prices and other charges including price caps, price guidelines and other price controls for the various products
• Carry out all necessary studies, analyses and cost calculations with the aim of minimizing the cost of international services by developing relationships with 3rd party suppliers and partners in the fibreco markets
• Derive the pricing principles based on market trends and market analysis for price benchmarking purposes in order to maintain relevant price books.
• Align with the various internal teams, particularly the tax and compliance teams in order to manage issues relating to withholding taxes, transfer pricing and ensure full alignment to group policy.
• Identify the Bayobab submarine connectivity costs and pricing by analyzing the competitive environment from a global perspective and collating inputs from the Fibreco’s on competitive offers received for international connectivity
• Gather OpCo’s terrestrial connectivity costing inputs, with focus on the wholesale components for backhaul and last mile from the cable landing stations
• Support in the sourcing of 3rd party connectivity when required, ensuring to meet the target price and quality requirements
• Provide support to the product management teams on product development and pricing as relates to multi-OpCo and Fibreco infrastructure
• Ensure connectivity sourcing deals afford optimal benefit to Bayobab and MTN’s clients, considering price, quality, SLAs and speed of delivery

Role Deliverables

• Operating Model framework for Bayobab capacity and services
• Costing and pricing strategy of wholesale fixed connectivity solutions (subsea and terrestrial)
• Support the pricing methodologies for Wholesale customers, Fibreco’s, Opcos and partners for all connectivity services
• Initiate and support Initiatives to improve margins on new and existing services
• Regular market analysis and price benchmarking in order to maintain relevant price books
• Constant engagement with Tax and Finance to ensure full compliance on group policies

Role Dependencies

• Bayobab Wholesale Sales, Fibreco, Presales, Product, Planning, Technical and Finance teams
• Bayobab OpCo and Group Enterprise demand management teams

Job Requirements :

Education:

• Minimum 4-year Academic Degree (Commerce, BBA, Engineering or Business Science)
• Post graduate qualification MBA/Masters (Commerce, Engineering, Science) preferred

Experience:

• 8+ years relevant cost modelling and pricing experience in the fixed line international telecommunication industry, preferably in carrier business with a good technical understanding as well.

Competencies:

• Able to work effectively with multiple stakeholders in a multi-cultural environment
• Strong analytical skills to adequately anticipate demand & provide recommendations for decision making
• A working knowledge of business practices
• Knowledge of risk management and business development
• Ability to identify key issues in a situation and to think creatively and strategically in facing internal and external challenges
• Strong computer literacy (Particularly Excel / Word /PowerPoint / Visio as well as Salesforce)
• Understanding the connectivity infrastructure wholesales landscape with a focus on emerging markets

Other:

• Regional and international travel
• Ability to adapt to changing requirements of business and staff members
• Excellent Interpersonal skills